Cranfield Executive Development Blog | Mark Davies

An Open Letter to CEOs: Do you want a huge competitive advantage?

By Mark Davies On November 4, 2024

An Open Letter to CEOs: Do you want a huge competitive advantage?

Rethink your selling strategy and shift it to a value-based KAM business model

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Tags: key account management, article

The Key Account Management Framework

By Mark Davies On June 27, 2019

The Key Account Management Framework

For organisations looking to implement key account management, Mark Davies, visiting fellow at Cranfield School of Management,...

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Tags: Cranfield School of Management, featured learning, featured leadership,

Key Account Management and Procurement

By Mark Davies On June 5, 2019

Key Account Management and Procurement

Mark Davies, visiting fellow at Cranfield, conveys how important is it for key account managers to develop relationships with...

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Tags: Cranfield School of Management, featured learning, featured leadership,

Creating compelling customer value propositions

By Mark Davies On March 7, 2019

Creating compelling customer value propositions

Key account management (KAM) has evolved radically over the last five years or so. The traditional focus of managing a large...

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Tags: Cranfield School of Management, leadership, featured learning,

Adopting Key Account Management - 12 Mistakes to Avoid

By Mark Davies On January 28, 2019

Adopting Key Account Management - 12 Mistakes to Avoid

Planning for success can be daunting for organisations that recognise they need to focus on managing a portfolio of fewer (but...

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Tags: Cranfield School of Management, featured learning, featured leadership,